Course Methodology 

The course relies on the use of a variety of case studies and exercises to develop a consistent approach to sales team management. Group presentations and self-assessment tools will also be used to create a shared language around key sales management competencies. 

Course Objectives 

By the end of the course, participants will be able to: 

• Demonstrate traits of an excellent sales manager facing modern market challenges 

• Design and deliver sales strategies, organize sales territories, and use different forecasting models to optimize sales results 

• Appraise and train the sales team to generate increased sales and profits 

• Conduct effective sales coaching and counseling sessions 

• Use their leadership and team-building abilities to improve sales and retain people 

• Carry out productive sales performance reviews and use a wide array of sales performance evaluation models 

Target Audience 

 The course is designed for sales managers and directors who have a desire to increase their team’s overall performance, productivity, and profitability. It is also directed toward managers who want to increase the value they deliver to their sales reps and organizations. Finally, the course will be a perfect fit for sales professionals new to or considering a move to, a managerial role. 

Target Competencies 

• Aggressive market drive
• Sales planning & penetration strategies
• Territory and key account management
• Sales team management
• Sales performance evaluation
• Sales leadership & Sales coaching skills
• Team building and management
• Forecasting techniques